Salesmen need to be careful when describing something to a woman. Men are more able to visualise something in three dimensions. Women are more likely to visualise in two dimensions. Far better to show a woman actual product rather than a drawing or a plan.

Women when they see product are more likely to be influenced by its colour and its smell. The reason for this is simply because women can distinguish colours better; they also have a better sense of smell and taste than a man. Just watch a woman in a supermarket buying wash up liquid. She'll very likely take top off bottle and sniff it. Men see no reason to do that at all; lemon, pine or fruity, what's difference when you're only washing dishes? With their better sense of taste women are much better at tasting wine and food than men.

Can I also suggest that male sales person compliment their lady customers? And just before ladies start getting irate, I mean a genuine compliment. As I mentioned earlier, women will pick up on your emotions much quicker, so no false compliments guys and don't patronise ladies or you're dead. On other hand, a woman can give all sorts of compliments to a man and he'll just love it. It doesn't matter whether you mean it or not 'cause he can't tell difference. Selling and negotiating to men and women isn't same - ignore this at your peril.

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* Reassure potential clients that you can handle a "no." Of course we'd rather not hear a "no." But only way to free yourself and your clients from subtle sales pressures is to let them know that it's not about sale but about best choice for them--and if that means no sale, it's okay, because it's ultimately not about you but about them.

* Ask for feedback. Whenever potential clients "disappear," call them back (e-mail them if you have to, but only as a last resort because dialogue is always better) and simply ask, "Would you please share your feedback with me as to how I can improve for next time? Now that our sales process is over, I'm committed to understanding where I went wrong." This is not being feeble or weak -- it's being humble, which often triggers truth.

* Don't try to "close" a sale. If your intuition tells you that sales process isn't going in direction it should be going - which is always toward greater trust and truth--trust those feeling. Then, make it safe for potential clients to tell you where they stand. It's simple--all you have to say is, "Where do you think we should go from here?" (But be prepared: you might not want to hear truth of how they're feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that two of you have a "fit.")

* Give yourself last word. Eliminate anxiety of waiting for final calls that will tell you whether sale is going to happen--instead, schedule a time for getting back to each other. This eliminates chasing. Simply suggest, "Can we plan to get back to each other on a day and at a time that works for you--not to close sale, but to simply bring closure regardless of what you decide. I'm okay either way, and that'll save us from having to chase each other."

You'll find that these suggestions make selling much less painful because you learn to focus on truth instead of sale.